Industry Executive Senior Advisor - Retail - Food, Drug, Grocery, and Convenience (pl)

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North America Industry Executive Advisory

The Industry Advisor is a critical role supporting our North America business to grow sales pipeline and engage with our customers to secure revenue. This role will lead our Retail - Food, Drug, Grocery, and Convenience practice within our Retail team and work with new and existing customer to help differentiate SAP. Retail - Food, Drug, Grocery, and Convenience is a critical growth engine for SAP in North America and we support customers ranging from large multinational brands to digital disruptor start-ups. The Industry Executive Advisor provides industry perspective, strategic solution advice, and thought leadership to drive pipeline (now opportunities) growth and quality through demand generation strategies, support sales cycles and customer co-innovation programs, and contribute to building SAP’s leadership position in the industry. The Industry Advisor for Retail - Food, Drug, Grocery, and Convenience works with customers and prospects to position how SAP unlocks value across our portfolio of solutions including customer experience, merchandising, supply chain, finance, sustainability, collaborative networks, human experience, and technology.

Duties and Responsibilities

Area 1 – Industry GTM Planning & Strategy:

• Develop and execute a quality and actionable Industry plan for the North American market
• Quarterly industry business plan review & Global Industry Business Unit interlock
• Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners
• Develop compelling industry specific content for North America in support of the 5 areas

Area 2 – Drive Awareness & Generate Demand for the Industry in North America:

• Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.
• Create and nurture industry customers and communities such as ASUG
• Get doors open. Build new connections and qualified pipeline opportunities
• Execute with Marketing on events, social and digital plans
• Provide Industry advisory for account planning

Area 3 – Mature Industry Opportunities in Pipeline:

• Accelerate pipeline opportunity conversion to qualified customer engagements
• Develop industry specific account strategies
• Deliver industry specific customer experiences
• Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives

Area 4 – Support Deal Execution:

• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes
• Help shape the engagement by advising the sales teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc.
• Lead customer executive conversations

Area 5 – Support Customer Success Realization:

• Support post sale advisory and Executive Steering Committee meetings for top accounts in plan
• Support Industry Customer Advisory Councils and Networking
• Build and nurture customer references

Experience

• 5+ years of relevant Retail - Food, Drug, Grocery, and Convenience industry experience preferred either as a practitioner or an operational consultant to the industry
• 3+ years of application solution / product experience (preferably SAP)
• Business Development and/or Management Consulting experience
• Knowledgeable on Retail - Food, Drug, Grocery, and Convenience Industry
  • Market / strategies / business drivers / challenges – per segment
  • Business processes – across a broad set of buying centers in the business
  • How technology needs to support all above.
• Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive
• Proficient speaker in customer 1:1 and 1: Many event situations.
• Experience building and retaining strong customer relationships
• Experience in diverse technology landscape and process/technology integration issues

Qualifications, Education and Preferred Skills

• Must exhibit an executive presence in both face to face and virtual engagements
• Excellent and energetic public speaking skills
• Proven CXO engagement skills
• Growth / business ownership mentality and approach = build and grow a business
• Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP
• Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)
• Solution selling acumen – ability to differentiate in complex sale
• Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail
• Can do attitude
• Passion for how technology can be used to enable industry strategic initiatives.
• SAP technology knowledge is a bonus (consulting / presales / solution management is a plus)

Role Features

• Business development profile with ~ approximate 30% - 50% travel
• This is an elite team with high visibility and exposure to SAP and Customer leadership
• Flexible work environment
• Culture of trust and teamwork
• Learning never stops
• SAP is an equal opportunity employer

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy

SAP is not offering relocation benefits for this role at this time.

SAP is not offering visa sponsorship for this role at this time.

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To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
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For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy.

EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the hourly base salary rate range applicable for the posted role. The targeted range for this position is USD. The actual amount to be offered to the successful candidates will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. SAP offers limited benefits for employees hired into hourly or like roles subject to appliable plan/policy terms. A summary of benefits and eligibility requirements can be found by clicking this link: SAP North America Benefits.